Senior Enterprise Account Manager

Role Overview

• Own and manage a portfolio of existing enterprise customer accounts.
• Drive timely and successful contract renewals through proactive customer engagement.
• Build and maintain strong relationships with business, technical, and executive stakeholders, including IT and security leadership.
• Identify, develop, and close upsell and cross-sell opportunities within existing enterprise accounts.
• Create and execute strategic account plans focused on retention, expansion, and long-term growth.
• Position additional Sophos solutions based on evolving customer security needs, priorities, and roadmap alignment.
• Navigate multi-stakeholder buying environments within existing customers.
• Partner closely with Sales Engineering to support solution positioning, demonstrations, and technical validations.
• Manage renewal and expansion opportunities through formal procurement and contracting processes when applicable.
• Collaborate closely with channel partners and system integrators to support renewals and expansion motions.
• Coordinate internal resources across Sales Engineering, Customer Success, Support, Product, and Leadership teams.
• Maintain clear ownership and accountability for account outcomes, even in partner-involved sales motions.
• Build and maintain accurate renewal and expansion forecasts.
• Accurately track account activity and opportunities and maintain CRM data integrity.
• Deliver predictable outcomes through strong execution, planning, and operational rigor.

Requirements

• Experience managing and growing enterprise customer accounts.
• Demonstrated success driving renewals and expansion within existing customers.
• Excellent relationship building and consultative selling skills.
• Strong consultative selling, negotiation, and relationship-building skills.
• Ability to align customer needs to solution value over time.
• Experience selling cybersecurity, SaaS, or enterprise technology solutions (preferred).
• Experience managing enterprise renewals involving procurement and contracting (preferred).
• Experience collaborating with channel partners and sales engineers in enterprise environments (preferred).

Tech Stack

• Cyber Security

Benefits

• Sophos operates a remote-first working model, making remote work the primary option for most employees. However, some roles may necessitate a hybrid approach.
• Our people – we innovate and create, all of which are accompanied by a great sense of fun and team spirit.
• Employee-led diversity and inclusion networks that build community and provide education and advocacy.
• Annual charity and fundraising initiatives and volunteer days for employees to support local communities.
• Global employee sustainability initiatives to reduce our environmental footprint.
• Global fitness and trivia competitions to keep our bodies and minds sharp.
• Global wellbeing days for employees to relax and recharge.
• Monthly wellbeing webinars and training to support employee health and wellbeing.